Author ORCID Identifier
Document Type
Article
Publication Date
Winter 9-2-2019
Publication Title
Journal of Business Research
Volume
105
First Page
258
Last Page
269
Abstract
Entrepreneur-investor negotiations are pivotal for ventures in need of funding. Yet, to date, little is known about the dynamics of these negotiations. We investigate a critical feature of this phenomenon by examining the role of technology, via cognitive heuristics, in shaping entrepreneur and investor perceptions as well as subsequent negotiation outcomes. In a controlled laboratory setting, we simulated 103 negotiations between entrepreneurs and investors. We hypothesize and find that there is a pervasive technology bias that influences the perceptions of both parties of the negotiation, and consequently negotiation outcomes. Our findings offer unique insights into the relationships of technology, cognitive heuristics, and negotiations. We discuss the implications for both practitioners and theoreticians in the areas of technology, decision making, negotiations, and entrepreneurial financing.
Recommended Citation
Dunne, T., Clark, B. B. & Berns, J. P. (2019). The technology bias in entrepreneur-investor negotiations. Journal of Business Research, 105: 258-269. doi.org/10.1016/j.jbusres.2019.08.024
Creative Commons License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.
Comments
This is an Accepted Manuscript of an article published by Elsevier in Journal of Business Research September 2, 2019, available online: https://doi.org/10.1016/j.jbusres.2019.08.024